Manager, Account Management, SME & Growth, AU

As Manager, Account Management, you'll lead a team of Account Managers responsible for important customer relationships across SME & Growth. You'll set clear strategy and standards for the team while directly partnering with a small number of high-value customers. You'll work cross-functionally with Sales, Product, Solutions Engineering, Marketing, Finance and Operations to drive growth, retention and strong customer outcomes.

Responsibilities:

• Build, lead and develop a high-performing team of Account Managers across the SME & Growth segment.
• Set clear performance expectations and operating rhythms, including QBRs, MBRs, pipeline reviews, forecasting and 1:1s.
• Drive revenue growth through cross-sell, upsell and expansion across Airwallex's product suite while protecting retention and proactively managing churn risk.
• Develop account-management strategies for your portfolio and strengthen coverage models through segmentation, territory planning and data-led prioritisation.
• Act as executive sponsor for strategic customers, building relationships with decision-makers across Finance, Product, Operations and executive leadership.
• Improve customer experience by partnering with Onboarding, Customer Enablement, Support, Risk, Compliance and Operations to resolve complex issues and strengthen processes.
• Use customer, product and commercial data to identify growth opportunities, surface product gaps and provide accurate reporting and forecasting to leadership.

Requirements:

• 5-7+ years of experience in account management, customer success or sales.
• Experience managing complex, multi-stakeholder accounts.
• A proven track record of hitting or exceeding revenue and retention targets.
• 2–4+ years of experience leading and developing Account Managers or similar commercial roles.
• Strong commercial acumen, with experience owning negotiations, renewals, commercial structures and executive-level conversations.
• A strategic and analytical mindset, with the ability to analyse customer data, market trends and product usage to identify growth opportunities, prioritise accounts and develop structured account strategies.
• Demonstrated ability to orchestrate complex projects across technical and non-technical stakeholders, both internally and externally.
• Familiarity with CRM, account planning, forecasting and reporting tools, such as Salesforce.

Preferred skills:

• Experience in payments, fintech, SaaS or B2B technology.
• Experience in payments, FX, card issuing, treasury or financial platforms.
• Experience working in a fast-growing or scale-up environment.